When talking with small and medium sized businesses (SMBs), I’m always encouraged to find those that believe in lead generation. Why? Because SMBs investing in the right mix of lead generation tend to have healthy sales pipelines. However the savviest SMBs not only invest in lead generation but also build a sales engine to fully capitalize on their opportunities. In this blog post, I’ll explain how B2B lead generation feeds your sales engine and share an example of how one company is using both to activate new customer relationships.
Nov 25, 2014